Business

Q&A: Manager is still a dealmaker

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A: Our competitive model is based on performance. At the end of the year, the more you brought in, the more you put in your pocket. That keeps you motivated. Also, when Lee opens a new office the shareholders in existing offices help raise capital, so they have a stake.

And being a broker-owned operation keeps people here. We can allocate our own dollars to execute our own business plan.

Q: How do you keep a staffâs morale up during a steep recession?

A: One way is trying to stay focused on our business plan and our goals. But another way is to try and have some fun events. Itâs kind of a philosophy of work hard, play hard. We have barbecue contests and potlucks and ski trips. Weâre a pretty tight group, but when you own and operate a business together it does create that kind of camaraderie.

And weâve been fortunate that, in the last four years, weâve been profitable. That helps morale.

Q: Whatâs a typical âgreat dayâ like for you?

A: Itâs when I get the opportunity to come in, when a broker asks me to sit down with him and brainstorm, and asks âHow do I do this? Whatâs the best strategy?â Iâm a long-time broker and I donât get to do that all the time. I miss it.

We have a good chief operating officer, Lori Jensen, who handles the operations side. That means that Iâm able to have some of those good days when I get to go out and help brokers make money.

David Illsley

Company: Lee & Associates

Title: President, Riverside office

Years with company: 3

Employees: 57 (45 brokers, 12 support workers)

Age: 55

Education: Degree in Business Administration, University of Southern California

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